Sales – ISBM

B2B Sales Teams Can’t Afford to Ignore Midsize Customers

Although the financial footprint of midsize B2B customers is large, making headway with them requires a revised approach.

May 28, 2023

B2B High Performers Progress in Quest to Attain a 360-Degree View of Customers

Although many firms desire complete knowledge of all of their customers, proficiency in marketing measurement distinguishes those who succeed.

May 22, 2023

B2B Buyers Outline Their Most Valuable Content Types at Each Stage of the Purchase Journey

A recent survey of B2B buyers revealed their preferences for content type, delivery, and timing.

May 15, 2023

Horizontal Referrals in B2B Markets (Hada, De Bruyn, and Lilien 2023)

Although horizontal referrals are common in B2B industries, managers must consider several different factors to increase their chances of receiving the best possible referral from a supplier.

May 8, 2023

The Multiplier Effect: How B2B Winners Grow

B2B companies that are thriving are more likely to be on the cutting edge of five key trends.

April 30, 2023

4 Essential Strategies to Capture B2B Customer Growth in 2023

Although growth can come from securing new contracts and partnerships, reinforcing existing customer relationships is imperative.

April 23, 2023

How B2B Organizations Can Navigate Fierce Competition

By becoming “customer-obsessed,” B2B firms can be better oriented for future growth and value creation.

April 16, 2023

B2B Sales Culture Must Change to Make the Most of Digital Tools

For B2B firms to thrive in disruptive environments, there must be a synergy between online and offline channels.

April 9, 2023

B2B Marketers Plan Greater Use of Incentives in Channel Partner Programs

For B2B marketers, investments in channel relationships are a key area of focus in 2023.

March 31, 2023

What Do Your B2B Customers Really Want?

In a recent study, B2B customers expressed strong preferences in self-service and collaboration with sellers.

March 25, 2023

ISBM Pulse: Sales

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